In contemporary psychology, “agreeableness” is one of the “Big Five”
dimensions of personality used to describe human personality. It generally
refers to someone who is warm, sympathetic, kind and cooperative (in short, a
“nice” person), and is the most valued characteristic cited when people are
asked to identify with whom they want to spend time.

But in terms of predicting workplace
success, “agreeableness” doesn’t carry the same cachet, says Judge.

“We studied four large data sets,”
he says. “And in all four we found there is a penalty for being agreeable in
the workplace. But, while men earn a premium for being disagreeable, women
don’t.”

It’s the stereotypical double
standard according to Judge.

“If you’re a disagreeable man, you’re considered a tough negotiator,” he
says. "But, the perception is that if a woman is agreeable, she gets taken
advantage of, and if she is disagreeable, she’s considered a control freak or
‘the B-word.’

“Think about Martha Stewart and Donald Trump,” Judge says. “They’re both
tough people and, yet, I think Martha Stewart has gotten much more negative
press and taken more grief because she’s a disagreeable woman.”

The study shows a strong negative relationship between agreeableness and
earnings for men. The more agreeable a man is, the less he will earn. For
women, there is essentially no relationship at all. Regardless, they earn less
than men.

So, what recourse is there for women?

“There’s a difference between disagreeing and being disagreeable,” Judge
says. “So, I think women should not compromise and, in fact, it’s even more
important for them to be aggressive in what they ask for. I tell negotiation
students they need to ask for what they want to the point of ridiculousness.
People think there are long-term consequences to asking for too much at work,
and I don’t think there’s any evidence of that.

“Now, the unfairness of it,” Judge continues, “is that when women ask for more,
they are more likely to have their motives questioned, which can neutralize
some of the advantages. So, I think women must present their requests in a
non-threatening, gentle but firm sort of way. In essence, the way women
communicate their demands matters more than it does for men.”